Chapter 2

How to Pick a CRM

Write down how you sell, separate must-haves from nice-to-haves, read a pricing page properly, test with real work, score the options, and make sure you can leave.

6 lessons · about 38 minutes of reading

Lessons

1. 1Write Down How You Sell Before You ShopOne page describing how a customer goes from stranger to paid invoice. It is the most useful thing you can do before looking at any CRM.6 min read
2. 2Must-Haves Versus Nice-to-HavesA short, strict list of what you truly need keeps you from paying for features you will never open. Here is how to build it.6 min read
3. 3Reading the Pricing PageThe number at the top is where the sum starts, not where it ends. Here is how to read seats, tiers, add-ons and contract terms, and work out the true cost.7 min read
4. 4Integrations to CheckA logo on an integrations page doesn't tell you what actually connects. Here is what to check, and the questions that expose a weak connection.6 min read
5. 5Trials That Test Real WorkClicking around a sample account teaches you very little. Here is how to run a short, structured trial using your own data, people and deals.6 min read
6. 6The Decision, the Scorecard, and How to Leave LaterScore your finalists, make the call, and check you can get your data out before you sign. Good buyers plan the exit on day one.7 min read